Inside tour negotiations: The subtle art (and science) of the game

Every lighting company principal comes to the ultimate crossroads of his or her career when faced with the glorious opportunity of bidding on a tour, which comes in various guises of country, corporate, or, if you're real lucky, a rock tour, just like the one you've always wanted. Let's say you decide to go for it despite the fact that you will be up against Lights 'R' Us. What next?
You must first get the lighting designer or production manager into your shop if at all possible and ...